Gary Pica

All posts by Gary Pica

Gary Pica is a pioneer in the managed services field. He is one of ChannelPro's 20 industry visionaries and MSP Mentor's most influential leaders. He has already built two top-performing MSPs. Today, Gary is the President of TruMethods, a training, peer, and accountability firm aimed at helping IT solution providers reach their full potential as MSPs and cloud providers. Gary shares the key ingredients that transformed his business and his life through his training process. Today, hundreds of IT providers around the world utilize the TruMethods business transformation framework.

Selling co-managed IT: Is it the right fit for your MSP?

Selling co-managed IT: Is it the right fit for your MSP?

Co-managed IT is becoming a popular option among businesses in need of additional IT support, particularly larger ones with internal IT departments. While some MSPs are turning toward co-managed IT services to generate additional monthly recurring revenue (MRR), it’s important to consider the following: The co-managed IT model isn’t the right fit for every MSP,...

/ October 15, 2020
The tale of two MSP realities

The tale of two MSP realities

Over the years, you have heard me talk about the tale of two MSP realities. In one reality, sales and marketing is hard, prospects refuse to pay higher prices, and the market determines your ability to succeed. In the other...

/ June 30, 2020
Sell or wallow: Which sales path will you choose?

Sell or wallow: Which sales path will you choose?

You have heard me talk about the importance of MSPs adding new monthly recurring revenue (MRR) for more than a decade. Adding customers at the right price is key to becoming a World Class MSP. This strategy is more important...

/ May 19, 2020
Sales tactics to generate more MRR in 2020

Sales tactics to generate more MRR in 2020

Many IT providers struggle with establishing steady flows of monthly recurring revenue (MRR). Often, the reason this happens is that MSPs fail to follow a disciplined sales process designed to ensure their business is sales-focused, instead of sales-interested. There are...

/ February 24, 2020
Selling is hard, so let prospects sell you instead

Selling is hard, so let prospects sell you instead

We all know selling can be hard, so wouldn’t it be great if we didn’t have to sell anymore? While we can’t get rid of selling completely, we can make it easier on ourselves by switching roles with our prospects....

/ October 28, 2019 / 1 Comment
Thinking about contracting out services?

Thinking about contracting out services?

Sometimes it makes sense for MSPs to contract out services.  Depending on your goals, going this route could you save time, resources, and money — but it isn’t for everybody. Regarding contracting out services, it’s important to first note the...

/ April 10, 2019
Business agreements: what MSPs should know

Business agreements: what MSPs should know

It’s not a good idea to operate your MSP without having a business agreement in place. If you’ve been working with clients without the right protections in place, today’s the day you should start requiring clients to agree to legal...

/ February 13, 2019
Inside sales 101: ‘What do you mean there’s no script?’

Inside sales 101: ‘What do you mean there’s no script?’

We field a lot of questions about inside sales. With regard to inside sales, the top question I get asked is the following one: “Do you have an inside sales script?” Unfortunately, no, I don’t. In fact, nobody in the...

/ October 15, 2018
sales calls
Gary Pica: How to pace sales calls

Gary Pica: How to pace sales calls

Sales calls don’t have to be daunting, especially when you and your peers are struggling with the same issues. As you know, I’m always checking in with MSPs about how they’re overcoming challenges related to sales calls, and what I’ve...

/ August 22, 2018 / 2 Comments
Henry Ford
Gary Pica: What Henry Ford can teach you about service levels

Gary Pica: What Henry Ford can teach you about service levels

Henry Ford once said, “Any customer can have a car painted any color that he wants so long as it is black.” Keep this in mind when packaging your IT solutions. By not giving potential clients options, you’re reinforcing your...

/ April 11, 2018